Question 1

A salesperson's plan for gathering qualified prospects is called a(n)_________.

Accepted Answer

The answer of A salesperson's plan for gathering qualified prospects...

Question 2

_________ is a source of locating prospects whereby the prospect calls the company to get information.

Accepted Answer

The answer of _________ is a source of locating prospects...

Question 3

_________ is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Accepted Answer

The answer of _________ is a source of locating prospects...

Question 4

Although much of the basic information about the prospect can normally be gathered prior to meeting with a prospect,much of the information about the _________ will be obtained from the prospect during sales dialogues.

Accepted Answer

The answer of Although much of the basic information about...

Question 5

A(n)_________ is a part of the strategic prospecting plan that can be as low-tech as a set of 3 X 5-inch note cards or employ one of the many computerized and online contact management or customer relationship management software applications.

Accepted Answer

The answer of A(n)_________ is a part of the strategic...

Question 6

A(n)_________ is a salesperson's act of searching out,collecting,and analyzing information to determine the likelihood of the lead being a good candidate for making a sale.

Accepted Answer

The answer of A(n)_________ is a salesperson's act of searching...

Question 7

Information about customers in a company database is referred to as _________.

Accepted Answer

The answer of Information about customers in a company database...

Question 8

A(n)_________ is an individual or organization that has a need for the product or service,has the budget or financial resources to purchase the product or service,and has the authority to make the purchase decision.

Accepted Answer

The answer of A(n)_________ is an individual or organization that...

Question 9

_________ are electronic or print sources that provide contact and other information about many different companies or individuals.

Accepted Answer

The answer of _________ are electronic or print sources that...

Question 10

The characteristics of a firm's best customers or the perfect customer are referred to as the _________.

Accepted Answer

The answer of The characteristics of a firm's best customers...

Quiz 5: Strategic Prospecting and Preparing for Sales Dialogue